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CONTAINING 



AN ESSAY ON CANVASSING, INSTRUCTIONS 

JN STENCIL CUTTING, INK RECEIPTS, 

ETC., ETC. 

— BY — 

117 HANOVER STREET, - 

BOSTON, MASS. 






,1 Q,y ■ •, ...^•.-..-. 

\ MANUFACTURER Cf % 

IMPROVED STENCIL DJEsT 

KEY CHECK DIES, 

AND STENCIL AND 

Key Check Goods in Great Variety. 



Entered according to Act of Congress, in the year 1874, by S. M. 

Sponcer, in the Ofllce of the Librarian ot Congress, 

at Washington. 



■d/^/O " ZX3S 



A CARD 



In common with the most of our race I wish to live. And do not 
conceal the fact that my object in carrying on this l)U8iness is to make 
money. I have a " weakness " for the comforts of life and its legitimate 
pleasures. But I desire, also, to confer a benefit upon others, especially 
those who have been induced by my representations to embark in the 
enterprise with me. I recognize our relationship and appreciate the re- 
sponsibility. I acknowledge that Higher Power and the tie that binds 
all men in one common brotherhood. In view of this I would deal with 
all men honestly, would aid in spreading the cement of brotherly love, 
and work, as all should, by the square. 

If these higher motives were disregarded, still the selfish one of 
*' Honesty is the best policy," would prompt me to give to every man 
his due. My profits come only second ftajifZe^^ from the consumer. My 
imprint is upon every copy of Ink Directions sent out, and upon 
each I warrant my wares. If there should be anything wrong write to 
me and it shall be corrected. 

I would like to hear of your success in the business and hope you 
will write. I want to add to the hundreds of certficates and expressions 
of satisfaction already received. I hold myself ready to aid you all in 
my power and hope our business intercourse will be long, pleasant and 
profitable. Remaining 

Yours Truly, 

S. M. SPENCER, 
117 Hanover Street, Boston, 



It is impossible to state a particular course to pursue in 
all cases, — a canvasser having to adapt himself to the differ- 
ent persons and circumstances he meets with, — yet the 
general principles here laid down, I thinlv, if carried into 
effect will guarantee fmccess. 

First, then, you must heccme satisfied that the business 
is the riffht business fo7' you, and tliat you are the rir;ht man 
for the business ; you must feel a lively, active interest in it, 
and determine to succeed. 

Very much defends ufon the personal apjearance of the 
canvasser. It should be such as to favoi'ably impress, from 
the first his desired patron. To this end he should maintain 
entire personal cleanliness. Should dress with becoming 
taste, but not foppishly, exhibit ease and naturalness in his 
deportment, be o} en and frank in his maimers, direct but 
not too flagrant in liis appeals and statements, and judicious- 
ly endeavor to inspire confidence in his character and repre- 
sentations. The canvasser or tradesman who holds the key 
to every individual's credulity possesses no mean cfualifica- 
tion for success in his calling; while he who fails to gain 
general confidence can never rank high as a canvasser or 
salesman. 

The canvasser should feel the nobleness of his calling, act 
as if he were conferring a benefit rather than asking a favor; 
avoid "everything like crouching servility, which always de- 
grades; with this /eeim^ of nobleness, his appearance and 
language will not fail t,o produce that impression. He 
should observe the different " specimens of human nature," 
with which he comes in contact, adapting himself to the pe- 
culiarities of each, thus calling to his aid the important art 
of pleasing. Should you not meet with that success some 
days which has encouraged you on others, do not dispair — 
let PEiiSEVEnAxcE be your watchword. As in all other 
business, so in Stenciling, there are some dark days ; but 
never entertain an idea of giving up the business until you 
have canvassed two months at least, and you Mill by that 
time have no desire to quit the business; tliat handsome 
wages can be made Avith Stencil Dies will then be with you 
a knowledge. In entering a new place, always obtain, if 
possible, some of the most influential persons, of all sects 
and parties to head your list of subscribers, for their influence. 

Some canvassers associate other articles with Stencils, to 
sell, and nfeiv make their business pay better by so doing, 
but as a general rule such a course is not advisable, since 
complete success is seldom attained except by uniting one's 
entire energies and interests upon some one distinct busi- 
ness and following it; but if you do carry other ai'ticles, nev- 
er exhibit but one at a time. The attention of the person 



addressed should be concentrated upon one thing, until you 
have exhausted all hopes of succeeding with that; then try 
the other, whether you succeed with the first or not. A 
man carmot preach from two texts at the same time. 

A canvasser should never ask, when he enters a house or 
sliop, "Do yon wish to subscribe for a Stencil plate ?" for 
in more than half the cases, where a sale mUiht be effected, 
the person thus addressed will reply, "No," for at the time 
it is not probable that such a desire did exist. First show 
your sample plates and impressions on cloth, (fee, explaining 
the usefulness and conveniences of a plate for neatly im- 
printing their own name upon any article like clothing, 
books, cards, envelopes, etc., at the same time directing at- 
tention to some of your most tasty and generally admired 
patterns, and you will thus create a desire for the plate. 
Then show your subscription list, or imiDressions from 
plates you may have previously sold in the place, and in 
this manner your object can most generally be accomplished. 

There is a fascination about one's printed name, and some 
of the most successful canvassers — when they find their de- 
sired customer is being interested — ^Avill cut his or her name, 
in the style they would be most likely to choose, and mark 
it upon paper in their book of samples. This seldom fails ' 
to win the customer and his dimes. Mr. Geo. H. Worden, 
of Prospect, N. Y., wntes us that he has lost but very few 
[)lales in this manner. The best way to mark such samples 
is with your polishing brush — after scouring the plate. It 
\vill usually leave sufficient color, and, if nicely done, be 
very clear and distinct. 

One objection a canvasser will meet with among a certain 
class of people will be in the price. There are some who 
will always find fault with the price of an article, no matter 
how low it is offered. If you were to (lite them a plate, they 
would want it marked upon all their ]>o(»ks and wearing ap- 
pai-el, free. To such, reply tliat you}- pi-ices are the regular 
standard prices of the trade. Again, 'lome may say that they 
have had plates olfei-ed them cheaper than yours. Keply, 
''That may all be tiiie, but wouhl you not rather Jiave a 
good article at a fair price tlian a poor one at lialf price ? 
A stencil plate cut with tools that make rough, uneven, ill- 
formed letters, accompanied with a ])ottle of lamp-hlack and 
tar, is dear at any price, while the reverse is true of a plate 
cut with tools, whicli, like mine, make well formed, smooth 
and even letters, together with a bottle of indelihle ink." 
Then add : " No one furnishing good articles thinks of sel- 
ling them for less than my pnces, while my Stencil plates 
are of superior copy-right designs." 

To succeed in schools, first get the good will and influence 
of the Teachers ; in factories and shops, tliat of the over- 



ssers or foremen. — This can usually be accomplished by first 
presenting to the teachers or overseers neatly gotten up 
plates for their individual use, stating your object to be a 
proper influence of trade. These jjlates should be of the 
styles you are the most desirous of selling, as many will be 
led to select the same style as their teacher or overseer. 

In canvassing factories, shops, &c., be quiet, and take 
great care not to hinder the employees. Among farmers, 
take more time and appear more at leisure than in villages 
and cities, and ahvays manage to pay your expenses in your 
Stencil work, or articles for sale. Among merchants or 
tradesmen, work leisurely or business-like, according to cir- 
cumstances, but never s^ek the time or attention that belongs 
to their customers, since such appai-ent effort might cause 
your presence to become disagreeable and materially lessen 
your chances of success. 

In securing business orders, the advantages of a Stencil 
plate for marking upon surfaces where printing cannot be 
done, should be made clear. 

At Fairs, or other public occasions, secui'e a stand in the 
most conspicuous place possible from which to cut the plates 
and cry for orders. The novelty of seeing Stencils cut will 
always attract a crowd. Upon these occasions a well drawn 
up handbill, judiciously circulated, is often valuable. Some 
ancient costume or unique article of dress is occasionally 
resorted to to attract attention. 

A thorough knowledge of human nature is very essential 
to the canvasser, that he may read the thoughts, observe 
the peculiarities, and enter into the feelings of the person 
he has to deal with ; thus he will be enabled to touch at once 
upon the jDarticular cord that shall awaken in them an in- 
terest for him, and then naturally follows an interest in his 
business, which is the object sought. To this end, manifest 
an obvious but not over wpparcnt interest in the particular 
calling or surroundings of your desired patron. Easy and 
ready adaptation to cii-cumstances, is an important art in 
canvassing, and should be made the constant study and 
pi'actice of every beginner. 

To Recapitulate. — Scour your sample plates bright ev- 
ei'y morning, and keep your canvassing book and samples 
neat and clean. Be always good-natured, and endeavor to 
keep your patrons in a similar mood. Adapt yourself with 
ease to the different men and circumst:inces you meet. 
INIaintain fair and regular prices. Alv/ays start a li^t in any 
town or section witli prominent influential persons if possi- 
ble. Always he present vnfh your .samples, that you may 
take advantage of first favorable impressions. 

After, all, much will depend on the tad and energy of the 
canvasser, and he must be persevering and systematic ; go- 



ing at it as lie would do a day's work, losing no time ; other- 
wise no matter how skillful he may be, his efforts will not 
be attended with complete succe-ss. 

Local Business. — There are two ways of conducting a 
local Stencil business successfully: 

1st. By opening a shop at any point desired, and syste- 
matically advertising through the Press for work, executing 
your orders and sending the small plates by mail and the 
large ones by express. A first-class business can in this way 
be readily established by an energetic person. 

2nd. Employ two or three first-class canvassers to obtain 
orders, cut their plates, furnishing ink, brushes, etc., for 
half the retail price. This makes a very neat business, it 
being a kind of wholesale trade — you dealing only with 
your agents. 

Tiie^Best TePvEITOY. — I am often asked, "where is the 
best place to sell Stencil plates?" I always reply: Begin 
rijht where yon are and ivork your VKiy abroad. The fact 
is, there is infinitely less difference in territory than is 
generally supposed. The difference is in canvassers and tlie 
quality and the variety of tools used. A good canvasser with 
a variety of good tools will seldom find occasion to complain 
of *'poor" territory or want of success. 



Directions for Cutting Stencil Plates, 

Cut the plate lengthwise of the brass or silver, about half 
an inch larger than yoiu- frame. Place your pattern on the 
brass in the right position, fastening it under the gauge, 
place bottom of your die against the pattern and strike it 
through the plate. If a letter comes below the line, like g, 
p, &c., leave a space and strike it through after you have 
removed the gauge and pattern. Beginners will find it 
much easier to cut a good plate by a curved line than by a 
straight one as a slight variation from " trueness" will not 
be observed in the curved design. In cutting large plates or 
those where you cannot use the gauge, rule a line on your 
brass with a "pencil. Sit facing the light, with the line o]i 
the plate running from you, then you can set tlie dies true 
above your gide line. Take the case containing the dies, 
from tiic trunk, and place it within convenieut reach; have 
your "Copy" before you and estimate about the space it 
will i-equire. In cutting " business " cards it is well to draw 
a line at right angles with the guide line, in the centre of the 
plate, count the letters in the middle line and beginning 
with the c(!nter letter cut each way, then cut the upper and 
lower lines, working from the center. 

In cutting name plates begin with the fii'st letter in the 
name. Seethat your plate lays over a smooth part of your 



block; take tlie die in your left hand, place the bottom 
against the zinc pattern, and strike the die a sharp, quick 
blow with the hammer. All the skill required is to get the 
spaces between the letters equal, Avhich can be done with a 
little practice. When the name is cut, if you wish for a 
border, select the flowering tool to be used in the center, 
and cut correspondlnr/ parts before you rej^lace the tool. 
Always put the dies in their proper jDlaces when you are 
through. After you have finished the border, put in the 
periods where they belong, and find all right by looking 
through it toward the light. Pick out any little piece of 
brass that may remain, with the point of a pen-knife. 
Turn the plate over on your zinc finishing plate, and with 
the smoothing-stone, grind off the burr, rubbing over it very 
lightly at first, so as not to break through any of the letters. 
Then \\\\\i the framing chisel, rub the plate down perfectly 
smooth and flat, and it is ready to frame. 

To frame your plate, place the frame on the back side, 
clip the corners of the plate close to the frame, then v/ijth 
the framing chisel turn the edges of the plate over the edges 
of frame and rub them down tight. Sink the face of the 
plate into the frame with the rubber countersinker, by 
placing the rubber on the face side of the plate, while it 
lays on your zinc finishing plate, or some smooth, solid sur- 
face, and strike it several blows with your hammer. This 
will sink it into the frame perfectly, without leaving any 
scratches on the brass. Polish the plate by rubbing with 
the polishing brush and powder. The grit which wears 
from the smoothing stone answers a good purpose for pol- 
lishing. 

The block when cut over should be rendered smooth 
again by scraping it with the block buffei", or it may be 
rasped, planed or turned smooth. Seasoned rock maple, 
hickory or any common hard tight-grained wood can be 
used instead of lignum-vita?, for the large dies. Blocks of 
lead are sometimes used to cut small plates on, but it wears 
the sharp corners of the dies more than wood. The corners 
of the dies vv'ill become worn off in time, (though they are 
made of the best cast steel,) and the dies need refacing; 
which is done by polishing with a hard fine grain oil-stone. 
Great care must be taken tc get the face of the die true and 
square. 

To Cut Ain^y of my Designs, paste the pattern upon 
your plate, (or with special care you can hold the pattern in 
place by turniug the corners of the plate over upon it) cat 
the name through the paper and plate where the letters are 
in the pattern, then cut the oj-namental work with the 
proper border tools, they being clearly indicated by their 
shape on the pattern. 



6 

Any boy wlio can drive a nail ought to be able to copy 
my designs. He will also find a field here to exercise his 
ingenuity and cultivate his taste and genius. Birds, flow- 
ers and even human faces have been quite accurately cop- 
ied by stencil cutters. 

Retail PpvICEs for plain name plates are 50 cents. For 
plain name and residence, 75 cents. Ordinary flowered 
plate?, 75 cents. Corner jjlates, the Cross, Swan, &c., 
should command $2.00 to $3.00 each. Business plates, 
cut with small dies, usually sell for three or four cents a 
letter. The above of course includes one bottle of ink, one 
brush, ink directions, and with some stencil cutters, a small, 
neat box to put them in. Indelible ink retails for 25 cents 
per bottle. 

To Cut Brands with Large Dies use a hammer weigh- 
ing about 2 lbs. Place two or three thicknesses of old 
newspapers upon the lignumvitse block (or as has been inti- 
mated, it may be of maple or any seasoned hard wood,) lay 
your plate upon the paper, on the end of the block, one or 
two smart blows upon the die will cut the brass or copper 
plate. — Flatten the plate between two pieces of zinc or with 
a wooden mallet. Brands sell for about 6 cents per letter. 
A box of mercantile ink at 25 cents extra, and a brush for 
25 to 40 cents. Many farmers use a common boot brush 
and apply common blacking on wood surfaces. For their 
grain bags they use v^heel grease, as it does not wash out 
easily. Oil the face of your dies occasionally with sperm oil. 
Bronze. — To bronze books, cards, «S:c., mark the name 
with ink as usual, only use as little ink as possible, and 
have it mark plain ; and after removing the plate, brush 
over a small quantity of the bronze with the camel's hair 
brush. 



RECEIPTS. 

It is sometimes convenient and desirable for you to make 
your own Ink; as a general rule, however, you will find it 
more expensive to put it uj) yourself than to send to me for 
it, 1 make it in large quantities, and can therefore make 
it cheaper. Most Stencil Cutters prefer to buy it. 

I have found the following receipt, bought of a New York 
chemist at an expense of $25, reliable, and with care in 
making will produce 

A Perfectly Indelible Ink. — Dissolve 1 lb. pure Sul- 
phate of Iron, in 1 1-4 lb. Acetic Acid; add 1 lb. Precipti- 
tated Carbonate of Iron and stir till they combine. This 
should be done in an iron kettle over a slow fire. Then put 



in 3 lbs. Printers' Varnish, 2 lbs. fine Book Ink and stir 
til] well mixed. To com])lete, add 1 lb. Ethiops Mineral, 
finely sifted. This will fill nearly ICOO drachm vials. 

Another Eeceipt. — This should be made in an iron 
kettle but not heated. Dissolve 1 lb. pure Sulphate of Iron 
in 2 1-2 pints of soft water. Put 1 qt. spirits of Turpentine 
with 5 lbs. lithographic Varnish, stir till they unite, then 
add this to the solution of Iron and stir the whole till they 
are thoroughly combined. Sift into the mixture 2 1-2 lbs. 
Ethiops Mineral, and a sufficient amount of Ivory Black to 
thicken suitably — about 1-2 lb. 

Bed Ink. — Or more properly paint, may be made by mix- 
ing Vermillion red with boiled Linseed Oil and spirits of 
Turpentine to any thickness desired. 

Black Dry Ink. — For marking on wood, paper or other 
surfaces where indelibility is not required. Mix equal parts 
of Lampblack and Ivory Black with a sizing made of Glue 
and Brown Sugar — a very small proportion of Glue 
should be used. Make the mixture into a thick paste and 
cake, or pour it into boxes while hot, in a day or so it will 
become hard, ready for use. Moisten your brush and rub it 
over the cake, and a sufficient amount of Ink will adhere to 
make a good impression through the stencil plate. 

Blue Dry Ink.— Two parts English Whiting to one of 
Ultramarine blue, mixed with sizing the same as for black, 
and put up and used in like manner. 

Green Dry Ink.— Equal parts of Whiting and Bruns- 
wick Green, mixed with sizing the same as for Blue and 
Black. 

Red Dry Ink,— Mix 2 parts of Wliiting and 3 of Ameri- 
can Vermillion with sizing, as for other colors, and put up 
in the same way. 

The shades of color in the above dry Inks can be varied 
to suit your taste. All should be used diy, i. e., not mixed 
with oil, as prepared and sold in the shops for painting pur- 
poses. 

Water Proof Black.— For marking on canvass or wood 
where exposed to the weather, — Mix Lampblack with boiled 
Linseed oil, add Asphaltum varnish, and if necessary. Spir- 
its of Turpentine to thin down to a proper consistency for 
use. 

Silver Wash. — For Silvering metal temporarily. One 
ounce Nitric acid, one ten cent piece (Scrip won't answer 
the contract, ) and one ounce Quicksilver ; put them in an 
open glass dish — in the open air — and let them stand till 
dissolved. (Avoid breathing the vapor arising from it as it 
is poisonous, ) Add a pint of water and it is ready for use. 
To make a Silver Powder— add Whiting to the solution 



8 

as above. Sometimes it is desirable to .cjive a temporary fin- 
ished appearance to a stencil-plate or oilier metallic articles, 
which can very readily be done by rubbing it with this pow- 
der. We by no means advise you to use it on the plates you 
sell unless you explain to the parties its inconstant nature. 
Occasionally this powder is carried by stencil cutters for 
sale, and a very good use is made of it by house-wives in 
cleaning Britannia and plated ware which has become worn. 
Silver ware is made to look very ])right and new by its use. 

A Stkong Glue, which will hold a strap on your boot, 
or mend a broken trace to your harness. Take pure soft 
water 1-2 pint, dissolve 3 oz. best White Glue, then 1 oz. 
Shred Isinglass in it. Add 1-2 drachm gum Shellac, cut in 
a 1 ounce vial of Alcohol, and stir in one ounce of White 
Lead ground in 1 ounce of alcohol. Pour into vials while 
hot and keep corked tight when not in use, to prevent the 
escape of the alcohol. This is really a valuable article and 
is worth what it cost ($10.) It is almost insoluble in water 
and amazingly strong. Take two common thread spools 
and stick them together end to end, let the glue dry well, 
then break the spools apart — if you can. It must be melted 
by warming the bottle, when used. « 

A EECirE roll Japanese Cement.— -One half pint of 
Alcohol, Half pound White Glue. One fourth pound White 
Lead. Three ounces American Isinglass, or Fish Glue. 
One teaspoonful Spirits Camphor to one quart soft water. 
First dissolve the Glue and Isenglass in the water, but not 
boil; then add the Lead, then the Alcohol and Camphor, 
and it is ready to bottle. 

Pi.E A8E Notice. — I cannot send goods and collect the full 
amount on delivery. I would gladly accommodate, but my 
profits do not warrant the risk ; as in case the goods are not 
taken I am obliged to have them returned, and pay the 0!X- 
press charges both waj^s, which is a dead loss. I will sell 
you as cheaply as possible, but I must be secured on ex- 
press charges before I ship th<^ goods. Send me >>'k which 
will be dedu(rted from your bill, and the balance will be col- 
lected if preferred. It is better to send the whole amount 
when ordering goods, as it saves you the expense of collect- 
ing and returning the money by express. I think that the 
certificates given are sufficient to convince you that I am 
entirely resjponsible for any amount entrusted to me. 

Address, 

S. M. SPEHCER, 
117 Hanover Street, Boston, Mass. 



BosTON, Sept. 1, 1873. 
I have known Mr. S. M. Spencer intimately for the past 
fifteen years, and cheerfully hear testimony to his integrity, 
financial responsibility, and his thorough practical knowl- 
edge of every department of the Stencil business. From my 
former long connection with the Stencial business, I am 
able to see the vast superiority of his Stencil Dies over any 
other make I have ever seen. 

D. L. MILLIKEN, 
New England Agent for T. S. Arthur & Son, Publishers. 

Boston, Mass., March 13, 1873. 
Having had a business acquaintance of several years with 
S. M. Spencer, it affords me much pleasure to certify that 
in all our transactions I have invariably found him prompt, 
reliable, and trustworthy. HOKACE DODD, 

Advertising Agent, 121 Washington St. 

June 1, 1870. 
I have known Mr. S. M. Spencer, of this village, both in 
a business way and in the ordinary routine of society, and 
have found him, in all intercourse I have had with him, to 
be an honest, honorable and upright man, and in every way 
worthy of the confidence and esteem of his patrons. 

GEO. S. DOWLEY, 
Cashier of the Vermont National Bank, of Brattleboro. 

Beattleboro, Yt., June 1, 1869. 
It gives me pleasure to bear witness to the character of 
S. M. Spencer, as a gentleman of strict integrity and fair 
dealing. His stencil outfits have a wide reputation for su- 
perior excellence. WILLIS BEMIS, 

Agent Am. M. U. & Fisk'Sc Go's Express. 

June 1, 1870. 
It is my pleasure to bear testimony to the character of S. 
M. Spencer, as a gentleman of integrity and worthy of the 
patronage and entire confidence of the community. 
WILLIAM S. NEWTON, 

Town Clerk of Brattleboro, Vt. 

Brattleboro, June 1, 1870. 
From long personal and business acquaintance with Mr. 
S. M. Spencer, we do not hesitate to express our entire con- 
fidence in his integrity and responsibility. 

CHENEY & OLAPP, 
Booksellers and Stationers. 



LIBRARY OF CONGRESS 




013 972 804 A I 



GENE RAL 

Advantages of the Stencil Business. 

1st. The employment is light, neat, pleasant, healthy, 
useful. 

2nd. It is founded permanently upon the private wants of 
every individual, and the business wants of every communi- 
ty. 

3d. It is subject to no license, taxation, or high rents. 

4th. In it you will be pushed by no local competition, 
subject to no man's shop-bell, with the widest, freest field 
for trade and travel. 

5th. It involves no costly investment of time or money, 
as three hours practice will teach you the business, and from 
$25 to $50 capital establish you in it. 

0th. If you are wide-awake, it will pay you from $5 to 
$20 a day, whenever and wherever you may follow it. 

7th. It pays to have a Stencil outfit, even for occasional 
use, as it brings in large profits when in use, is kept without 
expense when not in use, and is at any time as saleable as a 
watch or a horse. 



NOTICE. 

Stencil Goods may be sent by mail with the exception of 
Ink, (all liquids being excluded from the mails by Post Of- 
fice laws,) in packages of 12 ounces or less, at the rate of 2 
cents for every two ounces ; but will invariably be sent by 
express unless money be sent with the order to pay postage, 
besides paying for the goods, and will be sent at your risk. 



